WELCOME

A
REPORT
on
IN-PLANT TRAINING (GAE- 485)
At
Escorts Tractors Pvt. Ltd., Pune From
(1st February 2021 to 31st May 2021)
 
Submitted by
 
Mr. Rajput Rohit Ashok
(EN-2014/60)
In the partial fulfillment of the requirements for the degree of
BACHELOR OF TECHNOLOGY
In AGRICULTURAL ENGINEERING
 
 
 
 
 
 
DEPARTMENT OF FARM MACHINERY AND POWER ENGINEERING
 
 
K.K. WAGH COLLEGE OF AGRICULTERAL ENGINEERING AND TECHNOLOGY, NASHIK-03
Affiliated to
 
MAHATMA PHULE KRISHI VIDYAPEETH, RAHURI TAL. RAHURI, DIST. AHMEDNAGAR
 CONTENT
 PROFILE AND ORGANISATIONAL STRUCTURE OF THE TRAINING
ORGANIZATION

 OBJECTIVES OF TRAINING PROGRAMME

 DETAILS OF WORK PERFORMED

 CASE STUDY

 CONCLUSION OF CASE STUDY

 OUTCOME OF TRAINING PROGRAMME

 SUMMARY

 REFERENCE
 PROFILE AND ORGANISATIONAL STRUCTURE OF
THE TRAINING ORGANIZATION

• Introduction about Escorts Pvt. Ltd.

It is a multinational conglomerate and automotive engineering company that
operates in the sectors of agri-machinery, construction machinery, material handling,
and railway equipment. Its headquarters are located in Faridabad, Haryana. The
company was launched in 1944 and has marketing operations in more than 40
countries. Escorts Limited's management team includes Nikhil Nanda as the Chairman
and Managing Director. Escorts manufactures tractors, automotive components,
railway equipment, and construction and material handling equipment.
 HISTORY OF ESCORTS PVT. LTD.

• In 1960 - Starts the manufacturing of agricultural products.

• In 1965 - Manufactured the first tractor.
• In 1969 - Collaboration with Ford Motors in tractor industry
• In 1991 - Collaboration with Ford Motors was broken and ESCORTS Ltd was launched.
• In 1996 - Escorts Tractor Ltd. to ESCORTS Ltd.
 ABOUT DISTRIBUTORSHIP AND LOCATION
• Name of Dealership:- Sai Tractors

• Dealership:- Escorts

• Name of Dealer:- Mr. Pravin N Khandebharad

• Location:- Mumbai Agra Road ,Mohadi Upnagar Dist. Dhule

• Dealership Establishment:- July 2007

• Company person:- Mr. Sachin Patil (ABM)

• Dealership Employ Data

• No. of mechanic:- 5

• No. of sale person:- 7

• No. of office boy:- 1

• No. of manager:- 1
 Products of Powertrac in Indian Market
• Powertrac 425 DS
• Powertrac 425
• Powertrac Euro G28 4WD
• Powertrac 430 Plus
• Powertrac 434
• Powertrac 434 DS
• Powertrac 434 DS Super Saver
• Powertrac 435 Plus
• Powertrac Euro 37
• Powertrac 439 Plus
• Powertrac Euro 45
• Powertrac Euro 47
• Powertrac Euro 50
 OBJECTIVES OF TRAINING PROGRAMME
• To study the marketing sector of Escorts tractor and other competitors.

• To study the loyalty of the customers towards the Escorts products.

• To understand working of dealership.

• To learn the experience of marketing in villages.

• To learn the customers behavior in purchasing of tractor.

• To learn the tractor loan process of bank

 DETAILS OF WORK PERFORMED
• Indian Tractor Industry an Overview
The Indian tractor industry is the largest industry in the world, accounting for one third of global
production. The other major tractor markets in the world are China and the USA. Volume growth in the
tractor industry in the past four decades shows a compound annual growth rate (CAGR) of ten percent,
despite seasonal variations that cause changes in tractor demand and subsequently impacting industry
volumes.
• The Indian tractor industry is the largest in the world and accounts for one third of the global
production.
• Current capacity of the Indian tractor industry is 600.000 per year.
• Major players include M&M Ltd, Tractor and Farm Equipment Ltd, International Tractors Ltd, Punjab
Tractors Ltd and John Deere.
• 93% of the demand comes from 12 major states, of which UP is the largest market.
• The share of high HP segment (>40 HP) tractors in the total sales (including exports) has been rising

and this trend is expected to continue.

•History of Indian Tractor Industry
Indian Tractor Industry developed in 1945 to 1960 because of the War surplus tractors and bulldozers were

imported for land reclamation and cultivation in mid 1940's. In 1951 there were 8,500 tractors in use, 20,000

in 1955 and 37,000 by 1960. Local production began with five manufacturers in 1961 producing a total of

880 units per year. Eicher, Gujarat Tractors, TAFE, Escorts, M&M are the major tractor manufacturers.

During 1965 this has increased to over 5000 units per year and the total in use had risen to over 52000.In the

year 1970 annual production has exceeds 20000 units with over 146000 units working in the country. Total

production climbed steadily to 33000 in 1975 reaching 71000 by 1980.Credit facilities for farmers continued

to improve and the tractor market expanded rapidly with the total use in passing the half million mark by

1980.
 • Manufacturers and Collaborators in India
Manufacturer Collaborator Year
Eicher Tractors Ltd Gebr,Eicher Tractor. West Germany 1961
Gujarat Tractors Ltd Motokov -Praha. Czechoslovakia 1963
TAFE Ltd Massey Ferguson. UK 1961
Escorts Ltd MoloimportArazawaZakladyMechaniczneUrsus 1964
Poland
Mahindra & Mahindra International Harvester. UK 1965
Escorts Tractor Ltd Ford .U.K. 1944
Kirloskar Tractors Ltd. Klochner-Humboldt Deutz. Germany 1974
Punjab Tractor Limited CMERI.INDIA 1974
VST Tillers Mitsubishi. Japan 1983
Bajaj Tempo Ltd Own know-how 1987
International Tractors  Own know-how 1998
Larsen And Turbo Ltd John Deere. USA 1999
New Holland Tractor New Holland Tractors .Italy 1999
Greaves Ltd Same Deutz-Fahr. Italy 1999
• Visit to the Dealership
I had gone to the Dhule Dist. Dhule on 5th February 2021 and visited to the

Dhule dealership. I met with the dealer, salesman, and mechanic. I had gathered the

information about dealership i.e. at which year this dealership was opened, how

much tractors being delivered per year, number of salesman and area given to each

of them. I met to Area Manager of Dhule dealership Mr. Sachin Patil. He told me

about the dealer behavior, how to act with the dealer, salesman, mechanic, etc. He

arranged the meetings with dealer and other members to make us aware of the

market condition of that region.

 PRODUCTS OF POWERTRAC
 Powertrac Euro G28 4WD
HP Category 28 HP

Engine Capacity 1318 CC

Engine Rated RPM 2800  RPM

Powertrac Euro G28 is a 4 wheel drive

No of Cylinder 3 Cylinders 
tractor model. This tractor is suitable to work
on small farmland. It is liked by the small
Brake Type Oil Immersed Multi Disc Brake
farmers. This tractor comes in the category of
the mini tractor. Powertrac Euro G28 is PTO Power 22 PTO HP

always preferred by the farmers. It also

PTO RPM 540
works efficiently and effectively. This tractor
can load heavy-duty applications with
various implements like rotavator, cultivator,
planter, etc.
• Powertrac 439 Plus
HP Category 41 HP

Engine Capacity 2339 cc

Engine Rated RPM 2200 RPM

No of Cylinder 3 cylinders

This 41 HP tractor can do any kind of Brake Type Oil Immersed Brakes
agricultural work. The company has trust that
Steering Type Mechanical Steering
this Powertrac 439 PLUS will be the farmer's
first choice. This tractor comes with a PTO Power 39 HP
mechanical steering wheel and equipped with
an oil-immersed brake system. Powertrac PTO RPM 540

439 PLUS can easily lift up to 1500 kg

load.This amazing tractor is able to perform
on all operations.
• Powertrac 439 DS Diesel Saver
HP Category 41 HP

Engine Capacity NA

Engine Rated RPM 2200 RPM

This 41 HP tractor can do any kind of No of Cylinder 3 cylinders

agricultural work. The company has trust that
this Powertrac 439 DS Diesel Saver will be the Brake Type Oil Immersed

farmer's first choice. This tractor comes with a

Steering Type Mechanical Single Drop Arm
mechanical steering wheel and equipped with an
oil-immersed brake system. Powertrac 439 DS
PTO Power 39 HP
Diesel Saver can easily lift up to 1500 kg
load.This amazing tractor is able to perform on PTO RPM 540
all operations. Including cultivation, Powertrac
439 DS Diesel Saver is able to do more than 20
farming tasks. This tractor is able to run up to 35
km/hr.
 • Powertrac Euro 45
HP Category 45 HP

Engine Capacity 2490 cc

Engine Rated RPM 2200 RPM

No of Cylinder 3 cylinders

Brake Type Dry / Oil Immersed 

Powertrac Euro 45 Ideally used for the
farming operation of cultivating, this tractor is a
Steering Type Mechanical Steering
must-have for farmers willing to work longer
operations comfortably and buy the tractor at PTO Power 38.3 HP
affordable prices. This is a 45 HP tractor that has 3
cylinders. This tractor uses a 2WD drive mode. PTO RPM 540
Powertrac Euro 45 uses both steering type
mechanical and power steering. Also, this tractor is
available in two brake types: dry brakes and oil-
immersed brakes. This tractor can easily lift up to
1500 kg. Powertrac
 Powertrac Euro 45 (4WD)
HP Category 47 HP

Engine Capacity 2761 cc

Engine Rated RPM 2000 RPM

No of Cylinder 3 cylinders

Brake Type Oil Immersed Brakes

Steering Type Mechanical / Power

Powertrac always manufactured one of the latest
Steering
branded tractors which dominate the Indian tractor market.
Here we are presenting Powertrac Euro 45 Plus detailed PTO Power 40 HP

information. This tractor comes in a 2 wheel drive(2WD)

PTO RPM 540
mode as well as 4 wheel drive(4WD).  This tractor has 47
HP engines and it has 3 cylinders. This model is able to lift
up to 1600 kg of weight easily. If we talk about the price of
Powertrac Euro 45 Plus then this tractor is started from 6.80
Lac. To know more about the Powertrac Euro 45 Plus on
road price contact Khetigaadi executives.
 Powertrac Euro 50
HP Category 50 HP

Engine Capacity 2761 cc

Engine Rated RPM 2200 RPM

No of Cylinder 3 cylinders

Powertrac is a tractor manufacturing company that

comes under the Escort Group. New tractor Powertrac Euro Brake Type Oil Immersed Brakes

50 is announced by this company. This is a 3 cylinder

tractor with 50 horsepower. It is able to generate 42.5 HP Steering Type Mechanical / Power Steering

PTO. Powertrac Euro 50 is able to lift 1500 kg. It has 8

forward and 2 reverse collar shift gearboxes. It is PTO Power 43 HP

compatible with all the latest implements. This tractor can

PTO RPM 540
work on 2200 RPM.Powertrac Euro is starting at 6.25 Lac.
To know more about Powertrac Euro 50 on road price
contact Khetigaadi executives.
• Customer Meet Activity in DHULE
From the very next day we started prospect meet activity. First I had prepared
a route plane of whole months. We were supposed to meet the existing customers
of Escorts tractor. I met with the owners of the farmtrac tractors as well as other
farmers of the villages near the Dhule. I gathered all the necessary data and
recorded them in excel sheet. I follow route plan as I prepared.
• Product Display activity

Product Display is an intensive activity in which any one in village or a cluster

of village is physically contacted with a view to find out if he or anyone known to
him is buying a tractor

This activity was started at the beginning of January. We planned it by to

give the Information of Our New Model taking into consideration the. We made a
suitable plan for this activity.
• Follow-ups and delivery
As we met many farmers in customer meet activity we supposed to take the follow ups

of the existing records. I got the work from the dealer that to meet the hot prospects from the

nearby areas and take their reviews and inform them about Executive series. I met with many

farmers from the Dhule Tahsil, I found that there were many farmers who willing to buy a

higher HP tractors as they have the major crops like Javari.

But we got very good response from the Dhule Tahsil as most of the farmers preferred to

buy PT EURO 50. There were many farmers who wanted to exchange their old one. I met

them personally and told them about the benefits of the Executive series.
 A CASE STUDY ON COMPETITOR ANALYSIS OF POWERTRAC EURO 50

ESCORTS launched a new series in EURO, India’s first European Technology & comfort tractor.

In this Dhule region mostly 41-50 HP range tractors are prefer by the farmers due to soil and there
climatic conditions. ESCORTS market share compare to other district Dhule is on Top. To develop
share market of ESCORTS on the product basis, I decide to take Powertrac Euro 50 model for case
study.

The study was conducted in Dhule District in which survey of farmers takes place. Basic
information of the farmers was collected during farmers visit which contains the awareness about
Powertrac Euro 50, reason for selecting specific brand and loyalty towards Powertrac. The data
regarding basic information are as follow.
• Competitor Information
1. The total number of competitors of Escorts tractors is as follows:
2.Mahindra & Mahindra
3. John Deere
4. TAFE
5. Punjab Tractors Ltd (Swaraj Tractors)
6. Sonalika (International Tractors Ltd.)
7. Escorts (Escort, Powertrac and Farmtrac)
8. Kubota Tractors
9. Same Deutz-Fahr Ltd.
• POWERTRAC EURO 50:
This is a new launched model of an Escort Powertrac. In this Euro series, new facilities

added like,

• Single bonnet face lifts facility.

• Stylish LED lights.

• Protection provided for operator legs from hot air coming from engine, fiber shield attached.

• Side shift gears or also available in centre gears.

• Comfortable seating arrangement.

• Multispeed & reverse PTO.

• Separate PTO clutch.

• ADDC system.

• Suspended clutch & brake pedals.

• Hand brake for parking.

• Balance power steering & metallic color

 During the period of case study we had a detail survey of the Dhule. I met with every

competitor’s dealership. I collected their leaflets and other details. I faced many problems while

collecting the competitor’s data. I gathered all the information and made a competitive chart showing

the comparison of Escorts against the competitors. This case study was in turn very useful to increase

the market percentage of the company.

• Competitor Details Table- New Holland Tractor

Hp
    Location Quotation
Range
Showroom Name KisanEngg. Works Dhule    
Dealer Name Prakash Bagul Dhule    
Manager 2      
DSP 4      
NH 3230 45 600000
NH 3600- 2 50 660000
Tractor Model
NH 3630 55 721000
• Competitor Details Table- Mahindra Tractor
 
Hp
    Location Quotation
Range
Showroom Name Kisan tractor Dhule    
Dealer Name Jagdish N. Bagul Dhule    
Manager 2      
DSP 4      
Mahindra 265 DI   39 535000
Mahindra 295 DI Turbo   39 600000
Mahindra 475 DI   42 660000
Mahindra 575 DI
Tractor Model   45 695000
Sarpanch
Mahindra 575 DI
  45 665000
Bhoomiputra
Mahindra 555 DI Arjun   52 735000
• Competitor Details Table- Swaraj Tractor

    Location Hp Range Quotation

Showroom
Tulasi motors Dhule    
Name

Dealer Name Dipak Sirsat Dhule    

Manager 2      
DSP 4      
Swaraj 724   24 450000
Swaraj 735   39 600000
Swaraj 744   45 710000
Tractor Model Swaraj 744 Ps   45 725000
Swaraj 855   55 790000
Swaraj 855   55 760000
Swaraj 855   55 730000
• Conclusion of Case Study
• Powertrac Euro 50 tractor has highest fuel efficiency.

• Farmers were very much attracted and satisfy with the modified look of Powertrac Euro 50.

• From above competitor matrix I found that newly launched Executive series is setup to

compete all other competitors of 45Hp range.

• All competitors did not want to compete with Powertrac Euro 50

• Actual activity conducted.

Various types of activity conducted during training programme. From these activities I

conclude that which activity is more effective for marketing or promotion. Response of people

was noticed during activities. Which activity is better for awareness among customer and how

to conduct the activity in front of people is observed

•Points to be considered.
• Type of activity.

• Preparation for activity.

• How to create crowd.

• How to attract the people.

• Response of people through activity.

• Various techniques to attract people.

• Product basis features highlighting.

• Show the PPT of model variant and features.

•Activities taken
• Prospect Meet

• Product Display

• Van Campaigning

•Results of activity
I was selected a group of village, which was covered within one day. I was conducted the all activities in same villages. But

results from activity were different. The percentage of people were attracted towards activity was different for different activity.
• Percentage of people attracted during activity

70%

60%

50%

40%

30%

20%

10%

0%
Prospect Meet Van Campagin Combing

Percentage of people attracted

• No. of enquiries generated in one time activity

4.5

3.5

2.5

1.5

0.5
No. Of enquiries
0 No. Of enquiries 2
Prospect Meet Van Campaign Combing
 •Conclusion
The above graphical presentation shows that the Demonstration
activity is more effective than other activities. All sales officers of company &
all dealers should give more preference for Demonstration and Van Campaign.
ESCORTS’s new executive series is best on product basis. I suggest that
they should promote these activities. Demonstration activity is the best
activity; in which people were know more information about tractor model.
 OUTCOME OF TRAINING PROGRAMME
• Sales and Marketing
During 4 month in plant training period we participate in delivering 12
PT New tractors.

• Field Test
I met with 40 old customers of the Escorts tractors. I distributed the
leaflets of PT EURO Series. I participated in various enquiry generation
activities of the euro series. I got positive feedback on Products as well as
customers were ready to accept new technology required to operate
implement.

• Study of Market Scenario

As we all know the tractor market of the Nasik is more than any other
region in the state. Dhule has tremendous orchard farming, they have the
main crops such as bajra grapes, onions etc. So there is vast scope for the
tractors with 45-50 HP.
 SUMMARY OF TRAINING PROGRAMME
I joined this company for in-plant training of 4 months dated from 5 th February 2021 to 5th June
2021. During this training programme, I learnt about working, sales and marketing development system
of company. Also I learnt about the finance process of tractors, planning of salesmen to increases their
sale of tractors. During this training period I did the competition matrix report in Sakri, Shirpur Tahsil,
also did the competition analysis of Esorts PT and other competitors. Total market share of Escorts
tractors in Dhule cluster, Service station, sales outlet, parts availability. Escorts Tractors provides good
training and various activity they are as follows.
• Sale system and working
• Loan process of bank and finance companies
• Combing activity
• Existing customer
• Van campaign activity
• Follow up and delivery
• Market development
 REFERENCES
• www.escortstractors.com
• DSP user manual
• Google & youtube
THANK YOU……